From Net Confusion to Net Realization - Bursting the GtN Bubble
Gain end-to-end visibility from list to net across rebates, 340B, chargebacks, and assistance. Apply a GtN playbook that solves governance, analytics, and precision contracting. Cut leakage, stabilize forecasts, and grow margin without zero issues.
GtN Problems We Solve for You
Stop GtN complexity from eroding margins & tying-up cash. Practus delivers clarity, control, and enhanced financial performance for Pharma CFOs
Lack of Clarity
Navigating the maze of chargebacks, rebates, fees, and accruals feels impossible.
Revenue Erosion
Inaccurate accruals, missed rebate validations, and unresolved chargebacks drain your bottom line.
Inaccurate Forecasting
Inaccurate GTN forecasting leads to financial surprises and missed targets.
Time-Consuming Processes
Manual data entry and reconciliation are slow, error-prone, and inefficient.
Drive Measurable Financial Improvements
Unlock your full financial potential with our data-driven solutions.
15-30%+
Improved GtN Accuracy
Reduce accrual vs. actual variance, leading to more predictable forecasting and fewer financial surprises.
5-10%+
Reduced Revenue Leakage
Identify and recover revenue previously lost to rebate errors, unvalidated deductions and incorrect chargebacks.
8-15 Days
Accelerated Cash Flow
Lower Days Sales Outstanding (DSO) through effective AR cleanup and streamlined dispute resolution.
Up to 30%
Reduced Dispute Volumes
Reduced Chargeback and rebate disputes volume, lowering administrative burden and compliance risk.
25%+
Faster Insights & Reporting
Cut down reporting and analysis time for GtN/AR, enabling quicker, data-driven decisions.
20-35%
Increased Team Efficiency
Reduce manual effort on reconciliation and disputes, freeing up your team for higher-value activities.
Real Results, Real Impact
- Mid-Sized US Pharma Manufacturer
- End-to-End GTN Assessment
Exposing Hidden Margin Leakage in a Fragmented GTN Operating Model.
A mid-sized US pharma manufacturer engaged us to assess its end-to-end Gross-to-Net process. While daily workflows functioned on the surface, weak ownership and fragmented controls were actively driving systemic margin leakage.
AR & Deductions: Unauthorized deductions lacked proactive identification or prioritization.
Chargeback Visibility: Rejections were blindly reprocessed without systemic root-cause correction.
Returns Governance: Credit policies were misaligned with actual net commercial economics.
Fee-for-Service: Wholesaler FFS deductions lacked contract-backed validation.
OS&D & Transit: Coding and timing gaps left supply chain cash permanently stranded.
Value Delivered: Diagnostic Findings
Governed reconciliation and value-based escalation.
We discovered that
of all open chargeback value was concentrated in just 9% of claims, meaning teams wasted immense effort chasing immaterial variances instead of high-value cash recoveries.
- Mid-Sized US Pharma Manufacturer
- Backlog Clean-Up & Process Redesign
Transforming a Stranded Backlog into a Governed GTN Recovery Engine.
Following a detailed diagnostic, the manufacturer extended the engagement into a focused recovery effort. The mandate was not simply to reduce overdue balances — it was to systematically clean up the legacy backlog, identify true cash recoveries, and institutionalize process discipline across all GTN workflows.
Aged Backlog: A massive $4.3M backlog of aged receivables was paralyzed by weak workflow controls and fragmented ownership.
Hidden Cash: True recoverable cash was actively hiding behind broken validations, disguised to collections teams as standard "old AR."
Root-Cause Traps: Teams were constantly clearing variances at the bottom of the funnel without fixing the systemic leaks at the top.
Distorted Scalability: Workflows to assess recoverability were manual, brittle, and unprepared for an imminent ERP transition.
Value Delivered: Recovery Outcomes
Executed a targeted clean-up sweep to rapidly map, resolve, and close legacy open balances.
The focused recovery effort ensured that
of the legacy backlog (amounting to ~$3.6M) was aggressively resolved, cleanly mapped for write-offs, or formalized into strict recovery action plans.
- Mid-Sized US Pharma Manufacturer
- Executive Dashboards & Automation
Institutionalizing GTN Governance Through Real-Time Analytics.
Following the recovery phase, we recognized that manual spreadsheets could not sustain the new operational discipline. We engineered a suite of interactive, cross-functional dashboards to automate complex reconciliations, monitor live deduction workflows, and connect back-office AR risk directly to front-office commercial sales metrics.
ATB & AR Reconciliation: Manual matching of Wholesaler/Customer remittances created massive reporting lag and duplicated effort across teams.
Deductions Diagnostics: Finance lacked visibility into where deductions were stalled in the dispute lifecycle.
Chargeback vs. Pricing: Finance lacked the ability to correlate how specific contract pricing terms and WAC variations were directly driving chargeback volumes.
Executive AR Exposure: Leadership didn't have accurate view of collection forecast and its impact on the working capital.
Value Delivered: Analytics Deployed
Centralized real-time visibility across the entire receivables portfolio.
Our automated dashboards fully stratified
in total AR exposure, segmenting live balances by transaction type, aging bucket, and value slab to instantly highlight working-capital risk.
Let's Solve Your Gross-to-Net Problems
Reduce leakage. Stabilize forecasts. Pass audits.
Revenue erosion
$356B lost to rebates/discounts/fees
GTN / AR Clean-up
Impact 5 · TtV 0–2 months
GTN Process Diagnostics
Impact 4 · TtV 1–3 months
GTN Process Transformation
Impact 4 · TtV 3–6 months
Forecasting volatility
Accrual errors & surprise true-ups
GTN Process Diagnostics
Impact 5 · TtV 1–3 months
GTN Process Transformation
Impact 5 · TtV 3–6 months
Aged AR & DSO
Unapplied cash, duplicates, weak disputes
GTN / AR Clean-up
Impact 5 · TtV 0–2 months
Compliance exposure
Medicaid/340B/IRA errors → penalties
GTN / AR Clean-up
Impact 4 · TtV 0–2 months
GTN Process Diagnostics
Impact 4 · TtV 1–3 months
Operational silos
Finance, Sales Ops, Contracts, 3PL
GTN Process Diagnostics
Impact 3 · TtV 1–3 months
GTN Process Transformation
Impact 3 · TtV 3–6 months
Problems
GTN / AR Clean-up
GTN Process Diagnostics
GTN Process Transformation
Revenue erosion
$356B lost to rebates/discounts/fees
Forecasting volatility
Accrual errors & surprise true-ups
Aged AR & DSO
Unapplied cash, duplicates, weak disputes
Compliance exposure
Medicaid/340B/IRA errors → penalties
Operational silos
Finance, Sales Ops, Contracts, 3PL
Time-to-Value:
Impact:
| Problem | GTN / AR Clean-up | GTN Process Diagnostics | GTN Process Transformation |
|---|---|---|---|
| Revenue erosion | Impact 5 · TtV 0–2 months | Impact 4 · TtV 1–3 months | Impact 4 · TtV 3–6 months |
| Forecasting volatility | — | Impact 5 · TtV 1–3 months | Impact 5 · TtV 3–6 months |
| Aged AR & DSO | Impact 5 · TtV 0–2 months | — | — |
| Compliance exposure | Impact 4 · TtV 0–2 months | Impact 4 · TtV 1–3 months | — |
| Operational silos | — | Impact 3 · TtV 1–3 months | Impact 3 · TtV 3–6 months |
GTN / AR Clean-up
Transaction triage
Evidence & reconciliation
Controlled resolution
GTN Process Diagnostics
As-Is mapping
Data & doc review
To-Be + roadmap
GTN Process Transformation
Data lake & feeds
Dashboards & alerts
Run & improve
Why Practus?
The tools and expertise you need to lead your industry.
AI-Powered Insights
Leverage machine learning to uncover hidden patterns and predict future trends with unparalleled accuracy.
Interactive Dashboards
Visualize your data with stunning, real-time dashboards that are both powerful and easy to use.
Strategic Consulting
Partner with our team of data strategists to turn insights into impactful business actions.
Predictive Analytics
Forecast future outcomes and identify risks and opportunities with our advanced predictive models.
Performance Tracking
Monitor your KPIs in real-time to make data-driven decisions that accelerate growth.
Bespoke Solutions
We build custom analytics solutions tailored to your unique challenges and industry landscape.
Ready to Disrupt?
Schedule a discovery call with the Practus Gross-to-Net team. We'll review your AR aging, chargeback reconciliation, and deduction workflows to map where margin is leaking — and show you how fast it can be recovered.